Qualifying Opportunities
Read Article“Can We See a Demo?”
A demo request doesn't mean a qualified prospect. Qualify pain, budget, and decision process first, and ask three questions first so the demo closes business.
Topic
Closing & Decisions
Build clear next steps and closing plans that lead to real decisions, not vague follow-up.
9 articles
Closing & Decisions articles
Handling Objections
Read Article“I Need To Think It Over”
'I need to think it over' is often a slow no. Make it safe for the prospect to say no, and use a Closing Plan to avoid the stall altogether.
Beating the Competition
Read ArticleDealing with Competition
You won the deal, but a beaten competitor may retaliate on price. Here's how to lock in the commitment before retaliation costs you the sale.
Closing & Decisions
Read ArticleHandling Buyer’s Remorse
A sale can fall apart after it's made when the buyer gets cold feet. Check for buyer's remorse before you leave the meeting and eliminate most of it.
Closing & Decisions
Read ArticleTraditional Closes & Trial Closing
Presumptive, alternative-choice, and trial closes still work in transactional sales, and here's how to use each without pressuring the prospect.
Qualifying Opportunities
Read ArticlePresenting Your Solutions
Don't present until you've finished qualifying. Understand the prospect's pains, budget, and decision process first, then test for progress throughout.
Closing & Decisions
Read ArticleClosing Plans
A closing plan sets up a clear yes-or-no decision before you present. Test the prospect's readiness and get everyone with a stake in the room.
Qualifying Opportunities
Read ArticleImproving Your Closing Average
Most forecasted sales never close. Improve your closing average with better qualifying, and rate every prospect honestly before you write a proposal.
Closing & Decisions
Read ArticleDon't Get Stuck in the Middle
Salespeople settle for vague optimism instead of a real commitment. Learn what a genuine commitment sounds like and how to ask for it.